A CRM solution is a robust application for your salespeople. It saves them valuable time and offers complete data insight for nurturing leads until they become clients. But it can be seen that sales executives still use spreadsheets and email to store and handle prospect data than to use the software. So, revenue growth suffers despite your teams’ hard work.
When this sounds familiar, what you require is a sales CRM approach- a strategy for using the customer relationship management software to boost your salespeople’s effectiveness. With the help of a proper strategy, your team members can fully utilize the solution to close deals and boost customer experience.
Here we present the six key steps that you can leverage to develop your sales CRM strategy.
a) Understand What Tasks to Automate
One of the major advantages of a sales CRM system is that it can automate various administrative work that burdens sales representatives, like monitoring activities and revenue reporting. CRM automation has been shown in 55% higher conversion rates and 3.5% higher annual growth.
Your Team’s Reporting Requirements
Multiple solutions can generate activity reports based on the data, such as monthly sales calls, follow-ups, and deals closing ratio rates. Plus, they can auto-create monthly sales reports to monitor revenue and sales forecasts.
With automatically scheduling meetings, the solution can also send emails and texts to your leads automatically.
One of the key benefits of leveraging the CRM platform is the fact that executives save time on administrative tasks. Your salespeople can focus on strategic tasks that aid them in meeting their business objectives.
b) Recognize Sales CRM Strategy Objectives
To generate an efficient sales CRM approach is identifying objectives. It will help you to know what you require from the application and how to use it. Prevent vague objectives, such as retaining clients longer or boost interaction. Such objectives are not specific. Hence, you will have difficulty figuring out how to leverage the cloud-based CRM solution to acquire them.
Set proper objectives while you understand what you need to obtain with the tool. You can match the features to your business requirements. To build goals for the sales CRM, here are three steps.
Spot Issues in the Sales Team
The easiest path to recognize problems that a CRM software solution could resolve is to ask your teammates and leads for feedback. For the team members, ask them where they want the support. For instance, do they feel overloaded with administrative activities? Do they feel that too many leads are of low quality?
For the leads, examine negative feedback they have left about the sales method, whether that is impersonal pitches or lack of follow-ups by salespeople. Note down the feedback from your prospects and your salespeople as problems that your CRM could potentially resolve.
Select Problems That Your CRM Can Resolve
In order to understand which sales issues your CRM can solve, learn about the features. The more you know your solution, the simpler it will be to check opportunities for enhancement with the application.
- Unorganized lead details. The sales CRM must help you complete activities, such as generate, upgrade, and merge contact profile data in a single platform.
- Less interaction between sales, marketing, and customer service teams. The CRM must make it simple to share data between multiple departments by sharing open tickets and call notes
- Bogged down with administrative duties. Sales CRM must integrate with other applications you use so that you can generate reports, contracts, and campaigns.
Define Objectives Where Concerns and CRM Features Overlap
Based on issues you selected the solution can resolve, set goals for the teams’ CRM use. For instance, your issue is based on a low lead-to-client conversion rate- and you are using CRM’s targeted prospect lists to boost the metric.
Utilizing your knowledge in the feature, you can set the goal of boosting the conversion rate by 25% every quarter. Your salespeople have a clear framework for assessing how much value you are receiving from the robust CRM application by setting proper CRM objectives.
c) KPIs As The Deciding Factor
When you have decided what objectives to focus on, you require the key performance indicators to monitor the progress. Begin reviewing the objective and ask yourself which ones align with the goal. For instance, you want to boost monthly recurring revenue by 15% over the next three months with CRM. To examine how the application is affecting sales, you should track these metrics.
• Sales growth per month
• Sales targets
• Closing ratio of sales
With monitoring KPIs, ask your salesperson for qualitative feedback about the CRM. You may send sales executives a short survey asking about their overall experience. Use the results to check where you can make improvements and whether the tool meets the objectives you have set.
d) Build a Proper CRM Onboarding Procedure
Set up training methods so that new teammates understand how to take full advantage of the solution.
Generate Onboarding Manuals
Build a sales training manual, which best describes how the teams’ commonly used CRM work. Divide the manual into multiple chapters so that everyone can focus on a feature, and it becomes easier to scan via the guide and find the relevant information.
For every chapter, offer detailed advice on the features. The more details you give, the more likely the representatives can independently resolve issues with the application.
Generate tutorial materials to guide executives via CRM features visually. It is best to leverage a screen-sharing solution to record the videos so that your salespeople see how the software is used and how the problems are resolved.
Utilize Resources Offered By The Solution
Several CRM apps come with an online resource page. Direct the team members to the pages if they cannot solve the problems with the internal training materials. Educational resources are specifically helpful when there is a feature update. Rather than upgrading training materials, you can leverage the resources to teach salespeople about the new features.
Store the onboarding manuals in the knowledge base that the executives can access. Remind your salespeople to search for details here before going to the manager. You want to generate a culture where executives initially defer to the knowledge hub to resolve problems to save productive hours for the rest of the team.
e) Make Touchpoints Between Salespeople and Leads Seamless
In order to figure out how the online CRM software can improve lead interactions, you need to make a list of all the channels where the executives communicate with potential clients. The tracks include email, live chat, text, and social media.
Ask leads which platform they like using. For instance, when salespeople call new leads, part of the call must include confirming where the lead learned about the brand and asking what channels the lead uses to interact with the brand. Plus, leverage external research source, which uses data from research studies to validate lead communication preferences. At last, rank these channels based on the popularity with the base of prospects.
Brainstorm How the System Makes Communication Run Smoother
Once you have chosen the leads’ preferred mode of communication, check if you can integrate them with the CRM software solution. Several CRMs can connect with communication tools to reach out to leads on text, phone, and much more from their application. The centralization signifies that the sales executives follow up instantly and minimize the likelihood of missing messages with notifications.
So, when you recognize touch-points in the sales pipeline that overlap with the CRM, it becomes simpler to show the executives how your CRM solution helps them. Hence, leads flow through the funnel seamlessly as the team connects with them at the right time and with the right channel.
f) Align Teams Together
The data in the solution is helpful for the sales department and informative for the businesses support and marketing teams. The marketing and customer service departments have data to help your executives craft compelling pitches and close more deals.
Marketing and Sales
Sharing data improves sales and marketing teams’ performance. When marketers understand what leads tend to convert, they can curate campaigns around that buyer persona. On the other side, executives may remain curious to know what marketing messaging resonates with leads so that they can develop engaging pitches.
Leverage CRM software to make it simpler for the marketing to share the qualified leads with your team. When a lead interacts with the content- for instance, they download a whitepaper or an e-book, the marketing qualified leads are sent directly. Also, contact information like interactions between sales and marketing and leads are synced and stored so that your team members have real-time data.
Support Services and Sales
It makes sense for the salespeople to share data with support teams via the CRM application with the marketing department. The customer support teams can share open tickets with executives who sold the item to the client with the connected applications. By seeing the ticket, executives can rapidly provide support teams’ feedback on how to resolve the problem.
Convert Leads with CRM Automation Strategy
It does not matter how successful the sales CRM is. If you lack a proper plan to make the most of the application, you cannot find it useful. Hence, this guide will help you develop a plan to make the most of your CRM solution for sales. With preparation, your teammates will be ready to utilize the platform effectively. With more significant association throughout the sales method, your team is bound to attract leads and close deals quickly.